To Sell is Human: The New ABCs of Moving Others

Video Description

Do you sell the same way you did a decade ago? In the classic movie Glengarry Glen Ross Alec Baldwin tells a group of salesmen that the key to selling is, ""A-B-C. A - Always; B - Be; C - Closing. Always be closing."" But this steamroller approach is now a relic. According to bestselling author Dan Pink, sales has changed more in the last 10 years than the previous 100. Today, buyers have as much information as sellers--along with ample choices and the means to push back. Selling effectively requires a new approach. In this interactive Harvard Business Review webinar, Dan Pink draws on cutting-edge social science and best practices from global organizations to reveal the new ABCs of selling. Pink reveals 5 ways to frame messages to increase clarity and promote action. He also discusses why problem finding is now more important than problem solving, how questioning your abilities before a sales call can actually help, and why the most effective salespeople are not extroverts.

Table of Contents

  1. To Sell is Human: The New ABCs of Moving Others 1:01:25

Product Information

  • Title: To Sell is Human: The New ABCs of Moving Others
  • Author(s): Dan Pink
  • Release date: February 2014
  • Publisher(s): Harvard Business Review
  • ISBN: 3765767956001